Director, Channel - Space Solutions

IonQ

7d•$144,000 - $180,000•Remote

About The Position

IonQ is hiring a Channel Sales Leader to build and scale the indirect route to market for its space portfolio including Capella Data as a Service (DaaS) and satellite systems, Skyloom optical communications terminals and crosslink solutions, and the broader space solutions offering. You will recruit, enable, and grow a global ecosystem of resellers, distributors, value-added analytics providers, systems integrators, primes, and in-country partners, and carry a channel-sourced revenue number. This is a builder's role for a leader who can stand up partner programs from early stage, run long-cycle capital and program-based pursuits through partners, and grow recurring data and capacity subscriptions at the same time.

Requirements

10+ years in enterprise sales with at least 4 years building or leading channel, partner, or indirect programs in geospatial data, earth observation, satellite communications, satellite systems, defense technology, or adjacent data/SaaS markets, with a consistent record of exceeding quota.
Demonstrated success standing up a channel program in an early or emerging market — recruiting partners, defining program economics, and scaling partner-sourced revenue across both recurring data subscriptions and large capital or program-based hardware.
Experience driving partner-led sales into U.S. government, defense, and intelligence customers as well as international markets, including familiarity with procurement vehicles, teaming arrangements, and export controls (ITAR/EAR).
Command of a structured sales methodology (MEDDICC, Challenger, or similar) plus deal-registration, margin governance, and CRM/PRM forecast rigor.
Ability to engage credibly with partner technical and mission stakeholders on remote sensing, SAR, optical communications and crosslinks, tasking, and data delivery workflows.
Bachelor’s degree in business, engineering, or a related field; willingness to travel up to 50%, including international travel.

Nice To Haves

Direct experience building or managing a channel for SAR, optical imagery, or RF sensing data and analytics.
Background in satellite systems, optical communications terminals, ground segment, or space mission integration.
Experience in early market development or category creation for an emerging technology, including partner-led go-to-market.
Active U.S. security clearance, or eligibility to obtain one.
Established relationships across DoD, IC, allied international defense customers, and the global space and geospatial partner ecosystem.

Responsibilities

Own an annual channel-sourced and channel-influenced revenue quota spanning Capella DaaS subscriptions and tasking capacity, satellite systems, Skyloom optical communications products, and the wider space solutions portfolio.
Design and execute the global channel strategy: partner segmentation and tiering, coverage model by region and market, and the margin, discount, and deal-registration framework that governs it.
Recruit, onboard, and develop partners — resellers, distributors, value-added analytics and application providers, systems integrators, defense primes, and international in-country representatives.
Own joint business plans with each strategic partner: co-selling motions, joint pipeline generation, marketing development funds, quarterly business reviews, and accountability to committed targets.
Build partner enablement end to end — sales and technical training, certification paths, demo and evaluation assets, and pricing tools — in partnership with solutions engineering and product marketing.
Support partner-led and teamed pursuits: RFIs, RFPs, and government solicitations, prime and subcontractor teaming strategies, and international distribution structures within export-control requirements.
Forecast channel pipeline accurately in CRM and PRM, maintain disciplined pipeline hygiene, and administer clear rules of engagement to manage channel conflict with the direct sales team.
Serve as the voice of the partner ecosystem to product, engineering, and mission solutions teams, and represent IonQ at industry, defense, and geospatial conferences and partner events.